Suveen Sahib: Kara, you actually said that curiosity and you don’t have to be from the industry. Think about your own self. You created the first flavored water. I happened to be in the beverage industry. I used to work with [inaudible 00:08:16], and at that point in time, we were kind of… We had flavored waters and it was one of the most challenging categories to work with. And none of them… None of us really ever sorted it out. You sorted it out by not being in the industry. Which, when you’re going to look at, in the context of haircare, look at how big this industry is. And you’ve got tens of thousands of products all over. Yet, if it’s all about that, then haircare should not be a struggle. It’s a daily struggle with women across the world. The amount of time, the amount of effort, the amount of money, the amount of products you put into hair. And yet that hair happiness is so limited. Kara Goldin: That’s amazing. From Marin County, because you guys are based in Marin County. Just another amazing disruptor that’s coming from this area. That’s so great. So how do you see haircare changing within the next five years? I mean, what do you think is kind of the key thing for salon owners or consumers? Where do you see that for your brand? Kara Goldin: Yeah. I mean, I feel like it’s… Yeah. I just feel like the… Just everything that you guys have done is just, I don’t know. I just feel like it’s really revolutionized hair products and just the restoration and the protecting of your hair. It’s awesome. So the biometric, I’m not going to pronounce this correctly at all, but that is the treatment that is, just now, launching, right? Kara Goldin: Yeah, that’s great. Well, that’s how I first heard about it, too, just through friends. They love the product and it’s an amazing product. And do you think… Do you have different formulas for colored hair versus non colored hair? I always hear about that’s… Is that reality for these haircare products? I know that’s something that I always hear talked about. I have no idea if it’s true or not?

There’s a whole platform where we’ve actually now, in clinical trials, been able to have products that actually help to curl hair from within. And that’s lasting and more naturally based. Even our K-18 products, our pH is closer to where your hair wants to be. It’s not the high crazy levels. It’s not a lot of heavy product. It’s fewer ingredients that work faster and work better and are more sustainable. So that’s what’s, really, super exciting for us is just better… Fundamentally better hair based on science and based on biology. Suveen Sahib: Advocacy. I mean, you said that very early on. It’s all about somebody falling in love with it, the right person falling in love with it, and they speak. When you fall in love, you speak about it and that’s been what’s helped grow the hair towel. You can imagine it started with that. The whole idea of, “Do I really need a hair towel?” That’s [inaudible 00:23:55]… You didn’t really fall in love with it. You wouldn’t talk about it. That’s what’s grown the hair towel [inaudible 00:24:05] selling hundreds of thousands to millions. And that’s what will help us get K-18 out. If you really kind of think of a community as a sacred part of growth of the brand and the business, and kind of stay solely focused on them, we believe we have a future. We have a great future. The best hair towel wraps are not your day-to-day bath towels flung in a twist atop your head. A pill that's hard to swallow, but the truth none-the-less. Suveen Sahib: It’s going to put us on the map. AQUIS, the hair towel was the first one, so that’s kind of what became iconic over the last five years. So yeah, we got two hair products.

Suveen Sahib: Once again, over there, the whole micro-segmentation that’s happened in haircare industry. Damaged hair, this hair that hair. Fundamentally that’s incorrect. Hair is made of keratin. Yes, if you are curly hair… If you have curly, kinky hair, your hair structure is slightly different, but it’s still the same. We have over emphasize the need of these micro-segments. Colored hair, non-colored hair. And I think that’s where we fundamentally need to move the product architectures, which are about more universal and can take care of hair, across ages, across generations and hair types. And that’s what K-18 is, it works as well on someone who has [inaudible 00:25:35] hair, and is bleaching their hair.

Kara Goldin: So before we go there, I want to just stop and highlight a couple of things. So you had no experience in the haircare industry other than the fact that you had a lot of hair… You had a lot of hair and you definitely… You were curious, right? So you dug in and started to figure out exactly if other consumers would be interested in this, how you bring something from another industry? So a lot of key points that I talk about all the time. Like, I think that it doesn’t matter what category you’re in, that curiosity is such a driver. It’s really a… I think it’s really a North Star for so many people that are thinking about being entrepreneurs in any category. You’ve got to have curiosity. If you’re not curious, you probably won’t be… You’re not going to be digging this career at all. So then I’d be like, okay… But it’s not a replacement of washing your hair. And I think some people misunderstood that it’s like, “Oh, I can just clean my hair with the dry shampoo.” That’s not what it was made for. Just know that you create buildup when you do that. So then maybe you need a detox shampoo at that point, because you’ve been doing this. What have you been doing? Do your products have a lot of silicones in them? Are they coating your hair, that you need to kind of cleanse it deeper, and just to understand how to manage it better.Britta Cox: Well, they’re not good salespeople. When the product works, then they sell it. [crosstalk 00:21:00]. It’s like, “You have to have this, time to sell.”